Thursday, September 19, 2019

How do you apply the KISS principle to sales?

KISS is an acronym for "Keep it simple, stupid" used as a design principle by the U.S. Navy in 1960. The KISS principle states that most systems work best if they are kept simple rather than made complicated; therefore simplicity should be a key goal in design and unnecessary complexity should be avoided.

Here are the 13 attitudes and activities that will make you a superstar in sales.

1 Attitude. Train your mind to stay focused on your goals. Maintain the attitude of a winner. Aggressively approach each problem as another opportunity to increase sales.

2 Respect. Earn the total respect of your customer by being an expert in your business.

3 Service. You will KNOW with absolute certainty that you can sell anybody if you approach people with the thought of "How can I be of service".

4 Urgency. The way to attract customers to buy from you is by responding to every problem, opportunity or situation at the speed of light.

5 Confidence. Without the security of a guaranteed income you must stop your mind from continually interrupting you with fears of failure and rejection.

6 Persistence. Selling can be done with mathematical certainty when you know how the numbers work and work those numbers with persistence.

7 Planning. Implement a few effective planning strategies and you will increase your call effectiveness as much as seventy percent!

8 Attention. Have an irresistible offer that will have your prospects leaning forward asking for more!

9 Questions. Ask questions that will have every buyer give you a blueprint showing exactly how to make the sale.

10 Presenting. Give an honest, persuasive presentation and you will have the key that will open the door to every sale!

11 Objections. Buyers give objections because you have not done your job of thoroughly presenting your irresistible offer.

12 Closing. The skill that separates the amateurs from the professionals is not being timid when it is time to close the sale.

13 Follow up. Be so good in your follow up activities that you lock out the competition and keep customers buying.

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Wednesday, August 21, 2019

Customers Can Sense the Attitude of Your business

There seems to be too much ho-hum selling going on today. There are too many businesses that just don't get the fact that enthusiasm is contagious and as a business owner or manager, you have to infect everyone with a good dose of excitement.

How do you get everyone in your company excited?

Here's how to get UN-excited. Tell yourself you are a loser. Tell yourself you hate what you do. Tell yourself your company just can’t get it right. Tell yourself you never got any of the breaks. Tell yourself the competition is ruthless. Tell yourself that everybody buys on price. Tell yourself that your marketing area is saturated and there are no customers.

Do you know what ninety-five percent of everyone in prison were told over and over again as they were growing up: "You are going to end up in prison someday?" Think about it. Over and over again they were told they were going to end up in prison someday. What if they were told something different? What if they were told over and over again that they might be in a little trouble right now, but they will get past it? What if they were told that they were going to grow up and be successful? Would that make a difference?

The stuff you put in your mind is what controls your actions. So to get excited up you have to put things in your mind that will get you excited and passionate about what you do for a living.

Put this affirmation in your mind. Carry it around with you and watch the difference...


“I am excited! I stay focused on all the good things I have to be excited about. I am excited about my career, my opportunities, and my challenges. My excitement drives me to do everything with energy and enthusiasm. My mind is focused fully on what I am doing, and I am able to get things done by telling myself to “DO IT NOW”. I am excited and act enthusiastic and everyone around me catches it. Every time I see someone I know or meet someone new I am excited and enthusiastic about seeing them. By being enthusiastic, excited and full of energy I am a more valuable person. Energy and enthusiasm guarantee my success as well as the success of my business. Energy, passion, and enthusiasm will attract customers and sales to me. This energy will be like a magnet and attract bigger customers and larger orders to me. I am going to give everything I have to everything I do.”

Don't be a daydreamer. Don't wish you were somewhere else doing something different. Life is what it is. For whatever reason, you are where you are right now, so you have to deal with it.

Keep this quote on your dashboard or on your bulletin board:

"My job is not to see what lies dimly at a distance, but to do what lies clearly at hand!"

That means there is no getting around it... you have to make the prospecting call, send the email, mail the letter, take care of the follow-up and keep going.

Forget about whether you feel like it or not. Actions come before feelings. ACT enthusiastic, and your feelings will follow. If you wait until you FEEL jacked up, you will be like the woman sitting on the park bench who turned into a skeleton waiting for the perfect man. It ain't gonna happen!

Here is another way to stay excited about what you are doing. Make training a DAILY part of your schedule.

Spend time EVERYDAY learning something new about your business. Get excited about sharing news and information with your employees and customers. In other words, start acting like you mean business. There is no excuse not to! Don't think it is up to the company to train you. It is up to you. Take responsibility. Invest in yourself. Read a book, take a course, listen to an audio CD, read your marketing product sheets.

The bottom line. Learn something new today. Make something happen. Call someone. Call you last 20 customers just to say “thank you” Stop whining. No one said it was going to be easy! Your customers need help in making good decisions. Go help them make the decision to buy from you and your restaurant, hotel, store or shop by being excited, enthusiastic and appreciative of their business! Let them know you really care!

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Tuesday, July 23, 2019

Being aggressive in sales - free eBook

Being aggressive doesn't mean being pushy, it means being mentally strong!

To be successful in sales you have to have a sense of toughness. If you don't, you will give in to failure. If you go into the prospects place of business with only a mild sense of confidence you will likely get beaten by a competitor. If you don’t have a strong need to be mentally tough, you won’t have the dedication or determination to take the psychological abuse that comes with the territory.

The more mentally tough you are, the more likely you will be able to endure the hardships and earn the rewards.

Reviewing your goals and learning new selling principles is not a one-time procedure. If you become mentally lazy and take for granted that your skills are always sharp, you are unprepared. If you assume that you don’t need any mental preparation to get the sales numbers you know are possible, you will pay a price.

The competition and tough buyers can make your days long and hard. Even a slightly less than aggressive attitude will have you going on the defensive.

Mental toughness is about your thinking patterns. If you don't have a clear goal, you will have difficulty forming your plan of attack. Aggression is a state of mind that will dominate your thinking process during the adversity that is inevitable. It is about being methodical with a strategy to overcome the threat of quitting.

If this is an area you feel you need a nudge, I have a free (free - no strings attached) eBook that will help.

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Tuesday, June 18, 2019

How I went from a failing sales person to the #1 sales trainer in a $200 billion dollar industry...

The year was 1992. On August 25th I was in Boise ID for a company meeting. It was also my 25th wedding anniversary. I soon discovered the purpose of the meeting was to fire me. This is a period of time when the industry was going through huge consolidation and cutbacks.

I went to the airport to fly home to Oklahoma and called my wife.

“Two things, Honey. 1. Happy anniversary. 2. I just got fired."

I decided to strike out on my own as an independent sales trainer. A profession that has a 97% failure rate. I also wanted to show the company I worked for what a HUGE mistake they made by handing me my walking papers.

After selling our house, putting our belongings in a storage facility we spent the next SEVEN YEARS traveling the country living in hotel rooms and working out of our van! TOGETHER WE DROVE 418,000 MILES, TRADED OUR VAN IN ON AN RV AND SPENT ANOTHER FOUR YEARS DRIVING AN ADDITIONAL 279,000 MILES!

We spent many nights in Wal-Mart parking lots, truck stops and rest areas throughout North America racing from one city to another to be on time for another seminar. We kept going, and going, never giving ONE THOUGHT TO QUITTING.

All my sales came from writing sales letters while driving from one seminar to another. If I couldn’t write a persuasive sales letter and close the deal with a phone call, we simply could not eat. Every time a prospect got a sales letter from me it was postmarked from a different city. We had no outside help what-so-ever.

After presenting over two thousand seminars (my wife sitting with the audience in every one of them, coaching me and taking notes about the audience reactions), and selling over 100,000 copies of my self-published training manuals, we realized that we accomplished the impossible. Some of the largest companies in the industry were hiring me to speak to their sales and management teams. I had become the #1 independent sales trainer in a 200-billion-dollar industry.

I still hold the record for training more salespeople in the food distribution industry than any other person in the history of the business.

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Thursday, May 9, 2019

What does price tell your customer?

Would you pay $1,799.00 for a steak?

With effective, intelligent pricing, you can out-maneuver, out-market, and out-sell your competitor and get a bigger share of the market.

1. More products fail because of a price that is too low, than because of a price that is too high.

2. It is easier to cut prices than raise them.

3. "Prestige" pricing can often build your perceived value.

4. One particularly effective strategy is to start out with a relatively high "prestige" price, then cut the price later. The result is a high perceived level of quality, plus a "value" look.

5. A low (or "defensive") price can discourage new competitors.

6. Price testing with a sample group of customers is an excellent way to get important information. Check for positive or negative reactions at various price levels.

7. Price in such a way that you build up your bottom line.

8. Do not get involved in price conspiracy or price fixing agreements.

9. Your pricing strategy should attract customers and confuse competitors.

Price is a vitally important element in your market strategy. You can usually change it quickly, unlike your product or its packaging.

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Monday, April 15, 2019

Is selling an art or a science?

Let me ask you a question. Is selling an art or a science? What do you think?

(BTW This is important for sales managers.)

If you said it is a science, you would be wrong. That doesn't mean you can't use scientific principles for your selling activities. It means selling itself cannot be a science. If you are trying to use scientific principles to predict your future sales plan you will have a hard time.

Here's why. In science every time you perform a certain act you will get the same result. Let's take boiling water. If you are at 5,000 feet above sea level water will boil at 203 degrees F. It will do it every time. You will always get the exact same outcome. If you boil water at 10,000 feet above sea level it will boil at 194 degrees F. It won't boil at 190 degrees or 193 degrees. It will boil only when the temperature reaches 194 degrees. Every time!

Here is a scientific chart that will make you feel certain about your knowledge. It has been tested and proven over and over again. There is no room for error. You can count on these numbers.

Sea Level 212 degrees F

984 ft. 210 degrees F

2,000 ft. 208 degrees F

3,000 ft. 206 degrees F

5,000 ft. 203 degrees F

7,500 ft. 198 degrees F

10,000 ft. 194 degrees F

20,000 ft. 178 degrees F

26,000 ft. 168 degrees F

Stay with me for a minute. I will show you why some people have such a difficult time in sales. I am not saying that only certain people can sell. I am saying that certain people have a harder time with the sales process than others. The reason is they are more of a scientist than an artist. This is important to know when it comes to hiring and training as well as why you get so discouraged at times.

Selling is not a science, it is an art. In art every time you perform a certain act you get a variety of outcomes. An actor would be considered an artist. Ask 10 people what they thought of the actor in a play and you will get 10 different answers. This would be very difficult for a scientist because they would want the same predictable outcome from everyone who watched the play.

An artist can live with the fact that every time they do something, they get a different outcome. A scientist has a more difficult time because they want a predictable outcome for every action.

A salesperson has to deal with people and you and I both know that people are not predictable. We are under the continuous influence of thousands of things every day. Anyone of these things can make us change our minds about something.

If sales could be reduced to a science, we would not need any salespeople. We would only need order takers or a system to get the order turned in.

If selling was a science, what fun would it be? Isn't the excitement in not knowing what the outcome will be? However, by using certain skills you can influence the outcome. That means the more understanding you have of the sales process the more you will be able to deal with the everyday ups and downs you have in sales. This is also the reason why management gets frustrated with the sales department.

Management wants an exact, predictable outcome, which is not possible unless the sales department is given the time, tools and training to improve the skills of the sales team and improve the outcome.

Here is how you can use scientific principles to increase your sales: Focus on the activities and not so much on the outcome. Make a decision to do something and do it. That is scientific.

Here are the 7 scientific principles or skills that will greatly improve (not predict 100%) your success in sales.

1 Planning

2 Questions

3 Attention

4 Presenting

5 Objections

6 Closing

7 Follow up

I have been teaching and applying these scientific principles for more than 20 years. I know for a fact that successful salespeople improve the outcome of their activities by being more skilled in these 7 areas.

Make the decision to improve your skills. That is something you CAN do with a scientific and predictable outcome. Your sales will increase, but exactly how much is unpredictable. Let's just hope it is enough to keep yourself, your management and your family happy. However, if you don't do anything to improve your skills I can predict the outcome with scientific certainty.

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